Value

Your dream client doesn’t have any way to know whether your company is better than your competitor’s. Nor are they likely to look for objective information to discern the differences. Trying to gain an advantage by starting with your company…

Howard Schultz, the Chairman, and CEO of Starbucks is stepping down from his role as CEO. He is doing so for the following two reasons: first, he wants to lead the development of a new offering, and second, he wants to do more with Starbucks'…

Qualifying Opportunities

You have the more expensive solution. Your competitors sell what you sell, but at a lower price. But you have the superior offer. The way you compete with “good enough,” is to make it “not good enough.”

Justifying the Delta

I am writing this from the backseat of a car as my driver takes me to the airport. When I booked this trip, I looked at a couple of choices of companies to provide transportation from the airport to the hotel. It is a one hour trip from the…

When a boxer is said to have "heavy hands," it means that their punches cause a lot of damage. Some slight, very unassuming fighters possess devastating, knockout power. These heavy-handed punchers beat fighters who appear to be bigger,…

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